SCHOOL OF MANAGEMENT MLP-31 LESSON PLAN FORMAT Sales, Distribution and Supply Chain Management (MGT-MR-625) Third Semester

MBA Marketing Specializations June 2013 Nov 2013 Subject Teacher: Raveendra Rao.K. (KRR) Introduction to Subject: Selling is a revenue generation activity and hence the most important activity in any Business organization. It is vital for survival of organization; all other activities are secondary. The subject introduces the student to managing Sales, various theories supporting the optimal decisions in sales, typical distribution techniques, and logistical supports. Course Objectives: Learning Objectives: To make student understand how to design sales organization for various categories/types of products, to understand the difficulties involved in various sales activities like warehousing, selling, transporting and distributing the different types of products and services. Learning Objectives: To understand way sales function is managed Understanding process of personal selling and steps in personal selling and techniques in every stage To understand Strategies in sales management To understand recruitment, selection and training of sales personnel To know how distribution system is designed for various products To understand Complexities of logistics management To know ERP system and its effect on distribution

Learning outcomes: At the end of the course student should be able to Sell any given product to a prospect Design sales organization for a given product and region Recruit, select and design training of sales personnel Design appropriate distribution system for a given product Plan logistics for distribution of various products

SESSIONS

TOPICS

Reading/Activity

MODULE1 1. 2. Introduction to Sales Management Evolution of Sales Management R1 R1

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3. 4. 5. 6. 7.

Functions of Sales Management Personal Selling and steps in personal selling Opening strategies Role play on Personal Selling. Quiz Closing techniques, dyadic relation- theories of selling - AIDA theory Theories of selling Behavioural equation theory, buying formula theory Role play on personal Selling, Assignment1 on Sales Talk Sales Strategy and Sales Budgeting

R1&R2 R2 R2

R2

R4

8. 9. 10.

11. 12. 13. 14. 15. 16.

Sales Strategy and its link with marketing strategy Case Study- Avon in China MODULE 2 Sales organisation and types of sales organisations Field Sales organisation Sales Forecasting MODULE 3 Personnel management in Sales, recruiting Sales personnel

R1& R4;How Strategic is your sales strategy R1& R4

R2 R2 R1 R4,Personal Selling Article& Sales mgt Direct Selling article R4 R4,Submission of application and Resume R4 R4,Sales Force Measurement Article R4 R1 R1 R1& R2 Effective Supply Chain Mgt Article R2 & R3 R1 & R3 Page 2 of 4

17. 18.

Selecting Sales personnel steps Various tests in Selection process. Role play on Interview Case Study Manipal Products limited Sales training programs Executing and Evaluating Sales training programs ACMEE approach Motivating Sales people Theories of motivation MODULE 4 Sales force compensation methods of sales force compensation Assignment2- Compensation of Sales force Sales Force Automation,Sales meeting and contests .Assignment
3 Budgeting and Plan for Sales Training

19. 20. 21.

22. 23. 24. 25. 26. 27. 28. 29.

MODULE 5 Distribution System, need, advantage, role in Marketing Mix Modes of transportation Distribution and warehousing. Assignment4 Field Work

30. 31. 32. 33. 34. 35. 36. 37. 38. 39.

Inventory Management Assignment5 on Inventory management Whole Sale, Retail, Contact, Franchise Distribution Case Study - HARSHA MODULE 6 Supply chain components, Bull Whip effect in Supply chain Logistics Design, Strategies and Issues Supply chain management Introduction. Dunkin Donuts Case Optimisation of delivery Customer order processing Issues in supply chain management Bull whip effect and why it happens, Beer simulation game

R1 R2 & R1

R4 and R1 R4 and R1 R4 and R1 R4 and R1 R4 and R1 R4 and R1 Bull Whip effect Theory Article, beer game article

40. 41. 42. 43. 44. 45. 46. 47. 48. 49. 50. Reference Books:

ERP and its usage in reducing bullwhip effect Presentations Presentations Presentations Presentations Presentations Presentations Presentations Presentations Presentations Revision

R1. Thapan panda and Sunil Sahadev ,Sales and distribution Management, 1st Edition, Oxford University Press (R1) R2. S..L. Gupta, Sales and distribution Management,2nd ed.,Excel publishers(R2) R3 .Martin Khan Distribution Management, 3rd ed.,Tata Mc GrawHill R4. Richard R Still, et.al, Sales Management, 5th ed, PHI Pedagogy: Pedagogy for the course includes lectures, case studies, role-plays, simulations, and field assignments. Instructions to Students: 1. Students need to come prepared to discuss the cases which will be distributed well in advance. 2. For assignments based on field work, if requires any certificate from Faculty or institute, students are requested to contact the Instructor well in advance for the same. 3. The lesson plan is the plan of topics coverage by the instructor. Students are advised to go through the syllabus book provided to them for exact coverage of topics in the course. Page 3 of 4

4. It is necessary for students to come prepared reading the study material or the text wherever it is mentioned in lesson plan. Reading materials will be provided to students well in advance. 5. Any student missing any session need to take prior permission of Faculty. However, they will lose the internal assessment component of marks if any assessment is done during their absence. No re test/re-assessment is allowed. 6. All presentations, report of fieldwork should be spiral bound with Covering Page mentioning name(s), Reg. No, Topic, Date of Submission.

EVALUATION PLAN A. Internal Assessment Sl. No 1 2 3 4 5 Evaluation component Assignments/ Individual Presentations Group Case Analysis Mid-term Exam End term Exam Total Marks Frequency of Evaluation 4 1 2 1 1 No. of marks allocated 2.5 15 2.5 15 50 Total Marks 10 15 05 20 50 100 Evaluating Faculty KRR KRR KRR KRR Manipal University

Prepared By

Reviewed by:

Approved By

(K. RAVEENDRA RAO) Faculty

(SMITHA NAYAK) Faculty

(DIRECTOR)

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